Strategic Pursuit Manager - Adex Corporation

Salary Expectations: Starting at $175,000 annually.

The Strategic Pursuit Manger will report to the Vice President, Client Strategy and is responsible for leading a cross functional team in taking potential projects identified as a Pipeline Opportunity by our Client Strategy Team through a process starting with a Go/No-Go evaluation, followed by preparing and presenting a proposal followed by negotiations of technical and commercial components of the work.

This will involve collaborating with internal departments and teams focused on Operations, Client Strategy, Estimating, Marketing, Risk Management, as well as external consultants in setting a Capture Strategy, developing prequalification submissions, developing proposal packages, managing our Risk Management process, and engaging leadership and our Parent Company executive leadership throughout the various stages

Core Responsibilities:

The position is a leadership position within the firm and includes responsibility for the following specific functions:

• Capture Planning – Develop and execute a Capture Plan (Win-Work). Lead conversations engaging a cross-functional team consisting of Client Strategy, Regional Business Unit Operations, Subject Matter Experts, Division and Corporate Leadership, Estimating, Marketing, and Risk Management in determining our Pursuit Strategy for Priority Opportunities.
• Teaming/ Partner Strategy – While many vendors are selected closer to bid day, key partners on large pursuits must be identified early. Work with the Business Units and Client Strategy Teams in identifying potential partners, and potential deal structures (Prime-Sub, Joint Venture, Consortium Agreement, etc.) and securing commitments from those partners to support our pursuits. Lead effort of working through teaming, joint venture, and consortium agreements with selected partners. Be ready to support this effort with contractors, engineers, OEMs, and Developers.
• Pursuit Management – Take a project management approach to the pursuit effort. Ensure each group understands the overall strategy, timeline, and what it required from each individual team member is critical. Engage and manage proposal service consultants (conceptual designs, schedulers, etc.) through subcontracts and professional service agreements.
• Subject Matter Expertise - Take an active role, as appropriate, in developing content for our proposal submission and ensure that the final proposal or presentation documents reflect the agreed to Capture Plan and Pursuit Strategy. Ensure we have in-house, secured via teaming agreements, or through proposed subcontractors the subject matter experts needed to understand and secure the work and that our proposal incorporates that expertise.
• Commercial Review – Lead review and negotiations of commercial terms along with Business Unit and Risk Management in support of reaching a deal.
• Communication – Act as main point of contact with our client and key partners on given pursuits as well as collaboratively manage communications via others on our leadership team through project development and negotiations.
• Risk Management – Ensure Contract Risk, general Risk Management, Safety, and QA/QC are followed and accounted for during all project pursuits; Identify, manage, and mitigate any potential risk factors that are identified during project pursuits.
• Zipper Plan – Working with the Client Strategy Team act as a key point of contact with our Client's and Partner's technical, procurement, and/or estimating points of contact. Maintain regular contact and attends meetings and conferences as needed to ensure close relationship are maintained to support an ability to have clear lines of communications during contract negotiations.
• Pipeline Development and Project Selection – Work with our internal stakeholders in determining how to best prioritize the potential opportunities in front of the company and bring perspective on the relative confidence in securing and successfully executing various projects.
• Project Kick-Off – Ensure smooth transition post award to our Project Teams. Additionally, as needed facilitate and support project responsibilities when work is awarded in a phased fashion (e.g. finalizing pricing in a Limited Notice to Proceed Award)
• Sales Engine – Manage all pipeline data during active pursuits and negotiations relates to the identified pursuits.

Qualifications:

• A Bachelor's degree, preferably in engineering, business, or construction management or equivalent experience
• Has extensive experience and knowledge of all aspects of civil and utility construction
• Strategic thinker able to translate thinking into plans, goals, and role assignments with measures to ensure implementation
• Solutions oriented—proactively assesses and addresses current and potential challenges within the organization and in the marketplace and competitive landscape
• Leads through commitment--Engages and motivates individuals and teams
• Possesses excellent communication skills at all levels
• Results-focused
• Ability to influence at all levels of the organization and secure resources to drive initiatives and implement strategies and strategic change
• Compels Accountability—holding self and others accountable in a constructive manner that facilitates growth and development